Why Every Sales Rep Needs an iPad
B2B sales reps need all the help they can get out in the field, and when integrated closely with your companies fulfillment system, they can become more productive and engaged in customers’ conversations 94 percent of the Fortune 500 and 75 percent of the Global 500...
Six Questions to Help Your Salespeople Spend Time on the Right Things
Sales executives typically have two levers to try to increase sales: they can increase the quantity of sales effort by adding salespeople, or they can improve the quality of sales effort by investing in coaching and training The third approach that is often...
5 Questions Every Salesperson Should Memorize
Here are five power questions that frame the conversation, reveal crucial information, and focus the customer’s attention on why he or she might want to buy from you. 1. “What do you like best about your job/industry?” 2. “What makes your...The Top 10 Sales Priorities for 2016 Survey Results
Survey results from 472 sales executives about what they considered to be their top priorities. Here are the top 10 One of the greatest challenges is that only 38% of companies agree they are effective at maximizing sales to existing clients. Via Rain...
When Do B2B Customers Reach Out to Sales Reps?
B2B buyers are already 57% of the way through the purchase decision-making process, on average, before reaching out to vendors’ sales representatives Read more at MarketingProfs
West Virginia’s Top 100 Employers in 2012
Here is the list that Workforce WV produces each year. Download (PDF,...
The Rainmaker Sales Scorecard
This is a very helpful tool to measuring the underlying activities that produce sales success and business referrals.